At Front Row CRM we believe in the sales rep and built a CRM from the ground up as a mobile system. This allows the sales rep to complete and submit sales reports in less than 60 seconds from any mobile device, leaving more time for selling. We have added features to help the sales reps be more productive and improve compliance, including data and information retrieval, note review, location and directional maps, contact information, camera integration, sync with Outlook or Google PIM and more.

Thursday, September 12, 2013

The Number 1 Way to Close Twice as Many Deals

If you’re among those who think referral selling doesn’t scale, consider this: B2B
sales representatives report that referrals generate at least twice as many
closed deals as marketing-generated leads, according to Sales Benchmark Index.

In addition,

referral programs generate 300 to 400 percent more ROI than all other campaigns combined.
Yes,
referrals rock! But, you must earn the right to ask for them.

Start by Earning Trust

People
do business with people they know, like, and trust. You would never refer
someone who doesn't meet these three criteria. Referral
selling
is very personal. Your reputation is on the line when you vouch for people. So
you need to trust that they will take as good care of your contacts or clients
as you would, that they'll follow up, that they will add value to the
discussion, and that they will act with integrity.
This
is why you must earn the right to ask for referrals. So where do you start?

You’ve Already Earned the Right With…

Existing
clients are our best—and often most under-leveraged—source of referrals. With
them, we have already earned the right to ask, because they:

Know first-hand the
value of our solutions

Can attest to the ROI they’ve received
from working with us

Trust us (or else
they wouldn’t do business with us)

You
don’t even have to wait until your solution is implemented and producing ROI.

You can ask:

During the sales
process when you’ve added value

When your client has
thanked you

Those with whom you
and your team interact during the implementation process

If You Don’t Ask, You Don’t Get

Your work may speak for itself, but your clients probably won’t—unless you ask.
Many salespeople expect satisfied customers to automatically refer them. But
here's the deal: your clients have their own businesses to worry about. They
have a lot of competing issues, systems to upgrade, leadership challenges to
meet, and a myriad of other decisions to make every day. You are just not top
of mind for them.
You
might be surprised by how willing your clients are to help you. All you have to
do is ask.

Where Else Have You Earned the Right?

You have tons of people in your network—former and current colleagues, other
salespeople, workout partners, good friends, your CPA, bankers, or attorneys.
Begin with those with whom you have the best relationships. Never assume
someone won’t make a great referral source. You never know who others know …
until you ask.

Cut to the Chase

Remember to ask for an
introduction, not just a name and contact info. When you receive a referral
introduction, your
prospect expects your call. He knows about you and why it’s beneficial for the
two of you to talk. You begin the conversation “knowing about” each other.
When you make referral
selling your go-to strategy for business development and your No. 1 sales
priority, you
reduce your cost of sales, shorten your sales cycle, and convert prospects into
clients more than 50 percent of the time. Why would you work any other way?
For more on how to build
and leverage your referral network, read “Your New Referral
Network: It’s Always About the People You Know.”

About Front Row CRM

Front Row Solutions is an innovative CRM sales tool that utilizes sales reporting applications and maps to increase productivity and revenue. Sales will see an immediate benefit in commissions and ease of use. Managers see real time reports, statistics and activity that is meaningful. www.FrontRow-Solutions.com